The revenue engine of most companies is fueled primarily by the marketing and sales organizations. Finding and converting new customers and retaining and growing existing customers depends on the effectiveness and efficiency of these two organizations. When sales and marketing work hand in glove, the result is significant top line revenue growth. Having market knowledge, ensuring sales capacity and alignment with the market opportunity, developing products and service offerings that appeal to the marketplace, and aligning the internal structure and processes are the primary ingredients for sustainable top line revenue growth.

Progility Partners can help you with solutions to assess, align and enable these two functions to ensure your revenue engine is producing consistent results.

Go-to-Market Planning

Good planning begins with the customer as the center point. Your customer drives market and needs-based segmentation, market positioning and messaging, product development strategies, lead generation strategies, sales coverage strategies, strategic plans and the general direction of growth planning. Progility Partners can help you design, develop and implement a comprehensive Go-To-Market Plan that is both actionable and aligned with organizational goals and performance measurement.

Related Case Studies

Product and Service Management

Effective product management is key to penetrating new market segments and growing market share in existing market segments. Developing new offerings based on real customer needs, creating product variants for key market segments and utilizing planned end-of-life strategies are all part of a product/service management process that drives consistent revenue growth. Progility Partners can help you assess, refine and implement improvements in your product/service process resulting in improved time-to-market for new products, better alignment between product offerings and customer need, and more effective positioning against competitors in the marketplace.

Related Case Studies

Sales Coverage

Aligning channels and direct sales coverage to the marketplace opportunity is an essential element for top line success. In today’s environment it is especially critical to get the right mix of channels and sales groups by segment so as to ensure minimal resource conflict, maximum cost efficiency and the utmost coverage effectiveness. Defining synergistic roles, skill requirements and training needs, and creating an overall organization and compensation plan that supports sales success are all important parts of a comprehensive Sales Coverage Plan. Progility Partners can help you develop and implement a robust sales coverage plan that ensures that you get the maximum return from your investment in sales resources.

Related Case Studies

Organizational Alignment

Creating alignment between the sales and marketing organizations can be a major value added ingredient for success. Organizational structure, role definition, well defined hand off processes, feedback loops and common goals and measurements are all part of creating a highly effective revenue-generating organization. The organization must be designed to meet the specific market opportunity and the defined customer needs. With broad experience and best practice methodology, Progility Partners can help you to ensure that you have the most effective sales and marketing teams and that they are aligned with each other and the targeted market opportunity.

Related Case Studies

Sales Operations

In many successful organizations the Sales Operations function is at the heart of success. In today’s downsized world this function is often resource-challenged and stretched. In addition to the comprehensive sales coverage plan, successful organizations are focusing on sales recruiting, sales process definition, performance analytics, sales tools design, CRM selection and management and overall sales strategy to make the sales organization run efficiently. Progility Partners has vast experience in this arena and can help you to design, align and enable this function in a way that allows sales operations to be a major contributor to success.

Related Case Studies

Marketing and Sales Force Automation

Marketing and sales teams need to be armed with high-quality tools and data in order to effectively compete in the marketplace. Today, sales and marketing is largely conducted via electronic media. Social networking, email marketing, lead sharing and tracking, and project collaboration all demand a capable technology platform and a redefined set of processes to accompany it. Sales force automation is much more than a contact management and pipeline tracking application. Today’s sales force automation includes a multi-dimensional platform to further enable positive changes in the sales environment. Contract management, market segmentation tools, enhanced proposal capability and collaboration tools are all now a common place need in most companies. Progility Partners provides resources with years of hands-on experience to help you select, prepare for and implement Customer Relationship Management (CRM) and other systems, and new processes in a way that helps ensure adoption and real productivity gains in the day-to-day jobs of the sales and marketing organizations.